We humans irrationally think we’re rational. We think that we decide how to behave by weighing the pros and cons. In reality, the strongest influence on our decisions is the example of the people around us — even, oddly enough, when they are imaginary.
Like most universities, Northern Illinois University in DeKalb has a problem with heavy drinking. In the 1980s, the school was trying to cut down on student use of alcohol with the usual strategies. One campaign warned teenagers of the consequences of heavy drinking. “It was the ‘don’t run with a sharp stick you’ll poke your eye out’ theory of behavior change,” said Michael Haines, who was the coordinator of the school’s Health Enhancement Services. When that didn’t work, Haines tried combining the scare approach with information on how to be well: “It’s O.K. to drink if you don’t drink too much — but if you do, bad things will happen to you.”

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